A few years back I was in a new AE role. I was not getting adequate sales training so I began rehearsing my scripts, pitches, and objection handling. I’d rehearse out loud in the car, test them out on my wife, and write things out to lock it in my brain.
In a short period of time, I knew my lines.
But it wasn’t enough.
I needed to test it out. And I didn’t want to do it live with a customer and risk a deal.
So I asked my VP of sales if he’d role play with me.
My co-worker said, “Why are you doing that! He’s just going to see your mistakes!”
“Isn’t that the point.” I replied.
Rehearsing is just that – it’s knowing your lines. Knowing “the information” on how to help your customer get to where they want to go, but you need to do some practice runs….a dress rehearsal.
Role play takes you to the next level. It allows you to dry run your ideas. Role plays let you “apply information.” The best part – people are more than happy to critique you – let them. You’ll discover you repeat words, interrupt, and talk too much.
Rehearsals & role plays will change the game for you.
It will boost your confidence, enabling you to more effectively adapt and adjust to help your prospect get to where they want to go.
You’ll feel good!